About StraumannHeadquartered in Basel, Switzerland, the Straumann Group employs approximately 9000 people worldwide. Its products, solutions and services are available in more than 100 countries through a broad network of distribution subsidiaries and partners, featuring the global brands Straumann, Neodent, Medentika, and other fully or partly-owned partner companies.Job PurposeThe incumbent will provide leadership and vision in developing revenue-generating sales and marketing initiatives in the Italian DSO market together with his team within Italy and peers from other countries within the Southern European hub. The role mandates to achieve yearly DSO P&L; targets and at the same time to support the DSO department’s long-term strategic plan for Straumann Group EMEA.This role is primarily responsible for executing the go-to-market strategy for the Italian DSO landscape that will include hunting for new accounts and expanding existing accounts for sustainable year-over-year growth. A key parameter for success includes alignment, negotiation and collaboration with regional and local Sales Leadership, Sales Operations, Finance and Legal teams.Additionally, the role holder will work closely with local and global marketing teams to co-create and adjust the most effective Straumann Group offering and infrastructure to support their area and country.Main Tasks and ResponsibilitiesResponsible for Country DSO P&L; and go-to-market execution in alignment with Hub DSO LeadManages operational performance across the value chain to generate topline growth, market share and Share of Wallet increaseResponsible for excellence in execution of international deals and management of international account subsidiaries locallyResponsible for the execution and support of Enterprise solutions together with the global Solution Enterprise teamDevises with Country Manager and local LT the DSO cross-selling marketing strategy (cross-selling of STG portfolio) and Communication plan with resource allocationResponsible for local DSO Customer segmentation in alignment with Country Manager and local Customer ServiceEnsures Hub Commercial Excellence strategy is executed locally in alignment with Country Manager and provides input based on local market analysis for an effective localization of the strategy regarding topics such as pricing strategy, commercial policy, incentive schemesResponsible for sales forecast accuracy: ensures DSO sales funnel is populated on a regular basis by Key Account Managers (KAM) / Customer Success Managers (CSM) and reviewed monthlyProvides Country Latest Estimate on sales landing forecast to Hub DSO Lead every quarterEnsures DSO Strategic Account Management strategy is executed with excellence by KAM/CSM: Account strategy and account planning reviewed monthly, Integrated Account Team defined for every customerResponsible for building the local DSO selling process in collaboration with local team and implementation frameworkProvides vision and passion to the local team to empower local DSO organization in the pursuit of DSO opportunitiesRequirementsEducationBachelor or Master Degree in a relevant field of work or an equivalent combination of education and work related experienceExtensive experience (at least 8 years) within a Sales, Business Development or Commercial role with proven commercial success from preferably medical devices fieldExperience within business consultancy frameworks and consultative selling techniques utilizing data that enable new business cases and new commercial opportunitiesFluent in English, both written and spoken. Every additional language is a plusComfortable with up to 40% (international/national) travelingPersonal AttributesEnergetic, straightforward and performance-driven professional with entrepreneurial spirit and strong sales commercial and execution abilitiesAbility to work independently and collaboratively in a matrix environmentStrong presentation, negotiation and excellent communication skillsLeadership experience (3+ years in a leadership role, experienced in talent development and retention, performance management and coaching)Ability to celebrate successes and inspire a motivational team environmentAnalytical thinking and high degree of ease with figures and financial information in order to analyze and identify trends and sales patterns to localize and implement successful sales strategiesEffective relationship builder at executive level as well as internal stakeholders (e.g. Regional / Hub Business Units Leads)Excellent time management, decision-making and project management abilities
#J-18808-Ljbffr